by Paul Pastore
“Don’t wait for a life-changing event to change your life” – Michael Maher
- Go from ‘relationships to referrals’ by asking clients to lunch & asking: What is your biggest challenge right now? What have you tried so far? What are you going to do next?
- Evolve from the ‘ego era’(biggest wallet) to the ‘generosity generation(biggest heart).
- Clients today need ‘help & hope’.
- Ask clients: “What are you most worried about”?
- Client interview question: “What is your favorite form of communication”?
- You website offers ‘social proof’ & may be your first interview. Make sure it has IDX.
- RMC litmus test: If prospects don’t ‘return my calls’, they are simply suspects.
- Delegate any non ‘dollar productive activities’(prospect,list,sell,negotiate).
- Create a PR program(price reductions) & discuss it frequently with sellers.
- Selling strategy for desperate times: bury life size statues of St. Joseph(lol).
- Script:Q: “Will you reduce your fee”? A: “No, but thanks for testing my negotiation skills”.
- A 1% rate increase will cut a buyers qualifying power by 10%.
- You can’t retire on income. You need assets.
- Your values are your true brand.
- Compile the entire short sale package before putting property in MLS.
- Script: “Did you ever see The Price Is Right? The player loses if he guess too much”.
- Script: “Discount brokers get discount prices”.
- Quicken is easy to learn & best for a service based business. QuickBooks is complex & best for a product based business with employees.
- Have monthly online contests for you sphere of influence.
WSDA Pest License #65027